Even though you may have won a yes from your buyer, it’s important to continue to earn the right to more yeses. People buy from sales pros they trust. Once trust is established and the buyer is satisfied with their purchase (becoming a happy client), it’s time to get some referred leads.
You begin this step of the sales process by creating an exceptional buying experience for each person. Realize that this is just the first step. Just because people love buying from you doesn’t mean they’ll give you referrals. You will still have to ask for them–in a completely professional manner.
It’s highly likely that your new clients will be telling others about their new product or service, and about how nice you were. People love being the one who referred others to a great product or excellent service. It allows them to become somewhat of a hero in the minds of those other people. And, who doesn’t want to be a hero?
Setting the stage to ask for referrals should happen fairly early in your sales process. It can be as simple as stating, “Our objective is to provide such exceptional service that you can’t wait to refer us to your friends and colleagues.”